Cracking the Sales Code with an Easy but Sure-win Way

We know it is your benefits, not your product features or advantages, that sell. But how to sell benefits without being seen as pushy?

Follow this simple but highly effective 'Back-Tracking Benefits' method.

Step 1: Your state your best feature among all your features.

Step 2: You state how this best feature will benefit the customer THE MOST

Step 3: You re-state how this best feature and its benefits will solve the need or problem of the customer

Step 4: You ask questions to get your customer to agree to this need and the solution that your feature provides

Step 5: To close the deal, you leverage to make this need bigger. This means you let the customer know what he can do when this need is solved, like he can reach his aspirations.

Imagine I am selling Apple iPhone 6 + to a Samsung user.

I select the best feature of Apple: fully integrated software with hardware and how this will prevent the phone from getting hanged and prolong battery life. I re-state this benefit to the problem my customer has, which could be lack of budget. I now ask questions to draw out this need, like how you can actually save money when you invest in an iPhone (because you save on cost of changing battery and reduce data cost). To close, I ask the magic question: how he can achieve his dreams and do the impossible when he has a great phone.

By Andy Ng, Sales Trainer at Asia Trainers and Asia Coaching Training, details of our sales and management courses with PIC claims at here. Related articles:

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